Offer a wide-ranging service
Offering a service that encompasses both the wealth and mortgage and protection sides can be a good strategy for engaging clients' children.
One of the first big financial decisions a dependant will typically have to make is buying a house, says Dalzell.
Therefore advisers who can offer mortgage advice, or at least refer a client to a mortgage adviser quickly and easily, can get some business and connections done early on.
Another benefit of spreading out across different services is that mortgage clients are typically younger, which can bring the average age of the business's client base down.
"The vast majority of people who use us for mortgage advice, when their fixed rate comes [to an end] they'll come back to us because we've got a good relationship with them," says Thorndycraft.
"And there's no reason why that shouldn't be the key to making sure that you continue to hav.e relationships as they get older and help them with broader things."
It also works the other way around, adds Dalzell. He tells of mortgage clients whose father won in the lottery and ended up becoming a wealth client.
"That's a bit in reverse, but it just shows the connection between mortgage, protection and wealth. We firmly believe this is the way, and under consumer duty it covers everything all the way through."
Will writing can also help engage the whole family.
Kundan Bhaduri, property developer and portfolio landlord at The Kushman Group, who is currently in talks with his adviser about securing his property-based assets for his next generation, says making a will is one of the most important ways to protect wealth.
The next step is to engage clients in thinking about which assets they want to protect and in which structure.
He has chosen to hold most of his real estate in limited companies that are in a nested group structure.
"Limited company structures are a great way to plan inheritance, as one can gradually introduce children into the company's shareholding in small chunks after they turn 18," he says.
Don't be blind to changing ways of service
New generations deal with life differently to older ones. In the world of financial advice that might mean an expectation that they can get things done on their smartphone, via an app.
"Don't assume that the traditional methods of interaction with your current client of 60 years old looking to retire is the same as for others. You have to find other ways for them to access this," says Thorndycraft.
Tipton agrees: "Any financial planners that don't embrace technology will find themselves competing with it.
"We want to make the journey as smooth as possible for our clients, embracing technology to automate bookings, signatures and online fact finds."
